Should I Hire This Person Even While I Have Cash Flow Problems

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Over the past two years, I’ve been having cash flow challenges. We’ve been generating income, but we’ve still had very high expenses. We’ve also had challenges in retaining some of our staff. We’ve found a great hire now, but she’s $1,200 more expensive than anyone I would’ve hired in that position before. She’s leaving the top firm in my country to come to us.

In the back of my mind, with all of our cash flow challenges and debts, I’m feeling overwhelmed and a little guilty. I fear that if she comes on board…what if I can’t afford to pay her? How can I set my mind right about this situation?

Neagle Code Answer

I would look at two things:

  1. Will she bring in new business?
  2. Will she free up your time (or whoever else’s time needs to be freed up) to bring in new business?

If the answer is yes to either of these questions, then this person will be worth the cost of hiring her.

If she’s not going to bring in new business… then consider whether she can free up YOUR time, so that you can bring in new business.

How much work will this person take off your plate? Is that enough time for you to go out and create enough business in order to make it a smart hire? If so, then that’s the decision to make.

People need to realize that if you want good help right now, the help is out there.

There’s a ton of help out there. But you’re going to pay a premium for it.

The only thing you have to make sure is that it makes sense to the bottom line.

Is it going to solve your problem? Is this person as good as they project themselves to be?

I would have no problem making a decision like that, and then making sure I brought in enough business for them to take care of.

The worst-case scenario is… you’d have to let them go because you can’t pay them. And then you’d have to make the money to pay them for whatever work they DID do. But that’s not a bad consequence.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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They Said, “I Can’t Afford It” Without Knowing My Price

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

I’ve been focusing on sales, sales, sales this past week. During my sales calls, I keep getting objections around money.

One person knew she wanted to work with me (she said it was a “no brainer”). But before I could tell her the price, she said, “I can’t afford it right now. I just got back from traveling to another country and I’ve spent all my last money on getting home.”

I pointed out that I hadn’t even shared the price yet. She laughed and said she just needs a few months to get her stuff together. How do I handle this kind of objection?

Neagle Code Answer

When she said she couldn’t afford it—the moment you realized she didn’t even know how much the price was—your response should have been:

“Do you have any intention of saving the money? Or do you just not want to do this? Because you said ‘no’ without even knowing what the price was.”

You need to get down to what the real problem is,
and cut the BS.

Otherwise, you’re not dealing with the real problem.

This is a person who’s afraid to tell you, “No.” One of the most difficult things for a human being is to tell another person, “No.” You have to give the person permission to say no, if you think that they’re BS’ing you.

Anybody who says “no” or “I can’t afford it” without knowing the price, probably isn’t someone you want to work with anyway.

When someone says, “I can't afford it”—what they’re really telling you is, “It’s not a priority in my life right now.” That just means you haven’t conveyed the correct urgency in that call.

If it’s urgent enough, a person will move it to the top of the priority list in their life.

If it CAN be urgent enough,
your job is to help them see that it’s urgent.

To tap into a person’s urgency during a sales call, it’s very simple.

Ask them, “What do you want?” And get to the core of what they really want. Ask them, “What’s going to happen if you don’t change?” Ask, “How serious are you about changing this right now?” That’s it.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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When Do I Tell Prospects the Price?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

Can you help me understand where in the sales conversation I should be addressing pricing? Should I interject it right at the beginning of the call, or wait until they say yes to my service?

Neagle Code Answer

When they say yes to your service.

Think about this: What’s the purpose of the price?

You have to be very careful when it comes to price in the mind of the client. You don’t want the sale to be based on price. You want it to be based on the client’s need, desire, and urgency. That’s where you want the person to make the decision from.

You should know who your ideal client is so well, that you’re targeting people where price won’t be a psychological issue for them.

There are basically two kinds of people in the world:

  1. People trained from a young age to buy within certain price ranges
  2. People who aren’t

Now, I sell things that cost a lot of money, so I’m looking for people who feel that it’s normal to pay a certain amount of money for a service. If I go after people where their idea of “personal help” is to pay about $148, there’d be no way that I could charge for what I do.

So I take that into consideration.

Are these people trained to buy at certain price levels? Is it normal for them to buy at the price range I suggest?

If so, then it’s not an issue of whether or not they think the cost is too much.

The issue is, where can they come up with the money? That’s a natural progression into them paying.

If somebody comes right out and says, “Hey, how much does this cost?” I’ll tell them.

I won’t avoid the question.

But then I’ll talk about what’s important for them, because they’re not buying based on price. They should be buying based on necessity, urgency, and desire of what you have that they want.

I would totally have an open conversation around price with someone. If they say, “Okay listen, I just want to know the price,” I’d say, “Why do you want to know the price? Does it matter what the price is if you have this issue and it needs to be fixed?”

If it does matter, then the issue isn’t the most important thing in their life. How much money they have or don’t have is the most important thing in their life, and they’ll always be limited by that evaluation in their mind.

The sales conversation needs to be about their problem and their desire to change it.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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Why Do I Hesitate When Talking About Money?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

I’ve noticed when I’m having sales conversations—when I get to the part where we talk about money—I hesitate. This happens if I perceive that the other person has limitation of what they think they can pay. That’s where I personally have struggled (around money).

When we get to that part of the conversation, I feel a strong urge to offer them less, charge less, or work with them anyway. My unease seems to have two parts—one part is them (and the story they’re telling me). The other part is me (and me buying into their story and believing it). This also happens when I’m working with a client, and midway through, they tell me they can’t afford to continue. How can I work through this piece within myself?

Neagle Code Answer

When you’re interacting with someone on a sales call or even during a coaching call, you have to completely stay out of their story, even if it’s very similar to yours.

You can’t go in their story at all.

You have to refuse to do so.

You need to stay out of it, even if the money issue isn’t a hundred percent cleared up in your own life.

The way you do this is through the idea of obedience. Whatever you’re being “obedient” to becomes the truth in that moment.

Are you being obedient to their story?

Are you being obedient to the truth of abundance?—and that everyone on the planet has the same amount of money, even if they’re not aware of it?

If the person is saying, “I can’t afford this; I don’t have the money,” that’s a secondary issue. It’s not the real problem. The problem is they’re not acknowledging their desire and their deserve-ability so that they have the urgency to actually do it.

Money just becomes the excuse.

If we focus on the excuse, we don’t solve the problem.

What that conveniently does is—it walks both of you into that story and neither one of you makes any progress.

If the client has a desire and urgency to work with you—but not the money—you can work with them on coming up with the payment.

We have people who come to us with the idea of non-payment frequently and Steph or Sarah will work with that individual on, “Okay, so what will you commit to do? How can you bring this money in? What’s going on? What’s causing you to not be able to make the payment?” We’ll try to coach them through whatever problem they’re having, so they can pay it.

If they actually do that work, we’ll continue to work with them.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Virtual Summit! In April 2022, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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Time & Money Are Never the Issue—It’s Always Priorities

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

During my sales calls, people are like, “Yes, yes, yes!” Then when we start talking about the money, they say, “I don’t have the money”—or “I want to do this, but now’s not the right time.” How do I get around this?

Neagle Code Answer

If people are saying, “Yes, yes, yes,” and they’re not buying, then it sounds like your sales calls are out of balance somehow. When you start talking about money, if they’re telling you it’s too much—then you’re not doing the call properly.

Price is never the issue. Urgency is the issue.

Time is also never the issue—it’s always priorities.

If someone says they don’t have enough money—really, they don’t have enough urgency. You haven’t brought urgency to the forefront of the conversation, to the point where they want to do it right now.

Remember, one of the four questions in a sales call is: “What do you want?” You have to sit with the person until you’re certain they’re telling you exactly what they want.

There will always be an emotional connection to that answer.

There’s no coldness to it. There’s no flatness in their tone. You’ll hear an emotional expression in how they talk about it. They’ll have a sense of grief or loss around the idea of not getting it.

If you’re doing that and the money objection still comes up, don’t run away from it. If they say, “I don’t have the money” or “That’s a lot of money”—say, “Wait a second. Just relax for a minute. Let’s not worry about how much this costs right now. First of all, do you see the value in doing this?”

Start reminding them of why they said that they wanted this:

  • Why do you want this?
  • What will happen if you don’t do it?
  • Is all of what you just told me true?

When they say, “Yes,” ask, “Is it also true that if you could find the money, this would be something you’d want to do?” (That should also be a yes.)

Then say, “It’s not that you don’t have the money—it’s just that money is a challenge for you right now. What if we put our heads together and try to figure out a way for you to get the money to be able to do this? Let me advocate for you. Let me help you win.”

If that’s scary for you, then be willing to face that fear. That’s what you have to tell them.

Don’t be afraid to lose the sale.

There are so many ways for people to get money, it’s crazy. Money is so easy to get. But when your mind gets locked down around the fear of not having it…you’ll lose the sale or lose the client.

Always go back to: “How can I help this person?” with every call. It’s just two people having a conversation.

Allow yourself to be resourceful in your own psychology, so that you actually can help someone.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Virtual Summit! This October 2021, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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How Do I make the Money I REALLY Want?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

My question is around raising our “need line.” I’ve heard you say we always get what we need, and we have to raise our need line first before we can significantly increase our income. What I need to make is $35K a month. But my goal (what I want) is to make $100K a month.

Back when you picked your goal of making $50K a month, what were you planning to spend the money on? Did you do anything to raise your need line, so that you HAD to make $50K a month? Did you back-engineer to get to that number?

Neagle Code Answer

Great question. I don’t think there was anything specific that I needed to spend that money on.

At that point in time, I had already moved beyond the idea of spending money on a specific thing. My focus was on bootstrapping my business, so I needed more money in general to advance the company.

I was doing a tremendous amount of traveling, and it was all first class. I needed to expand my team and hire the people who I needed to hire.

I also needed a larger amount of money consistently, so that I wasn’t chasing as many sales on a regular basis. I was spending all my time on the phone, making sales, and it still wasn’t enough at the end of the month. It didn’t matter how many hours I spent making calls—I still didn’t have enough money at the end of the month. So I needed to balance that more in my life and my business.

I was like, “This is insane. I’ve got to change this.” The change came from needing to leverage how much I was actually making per sale, so that I had more to work with.

I didn’t back-engineer to get to my goal of $50K a month. I just picked that number because it was a simple idea of turning my annual income into a monthly income. I really wanted to make that quantum leap. Bob Proctor is the one who put that idea into my head.

One of the cool things about turning your annual income into a monthly income is, it’s already working within an established belief system.

You already believe you can make that amount of money—you’re changing the timeframe in which you earn that money.

You already have the belief that you can make your income annually. Why is that important? Because most of us don’t have negative connotations when it comes to time, not like we do with money. So we’re not changing the belief around the money; we already believe we can earn it.

We’re changing the belief around the timeframe in which we earn it, which is a big difference. And that allows people to make that quantum leap much easier.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Virtual Summit! This October 2021, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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Is It Good to Save Money?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous. 

Neagle Code Question

Hi David,

I’ve heard you say money is currency, and it’s not meant to be held onto forever. So I was curious, how do you pair that mindset with saving money, diversifying, and investing? Those things are important too, right?

Neagle Code Answer

I don’t “save” money. With everything I do, I invest money. My money’s moving all the time. For the most part, my money is in a place where it’s doing some kind of good. It’s being put to work for me.

I invest in things that will grow myself, and/or my business—things that will pay off either immediately or at some point in the future.

I don’t hang on to money from the aspect of being afraid that I won’t have any.

That thought doesn’t ever cross my mind. I know that I can always make more money if I need it.

As far as diversifying and investing your money into different things, I think that’s an intelligent thing to do, for sure.

Sound financial principles are about growing your money, preserving the principle, and putting it to work for you.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice and meet others who value truth and growth!
  • Join me at The Art of Success Virtual Summit! This October 2021, I'm getting a group of amazing business owners for 3 days to work on exponentially growing their business.

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Why Can’t I Hang On To Money?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous. 

Neagle Code Question

Hi David,

I’ve recently raised my prices and made almost $24,000. People are coming to me and asking to work with me, which is great. However, I’m having an interesting scenario where money’s coming in unexpectedly—and then in the same day, more of it goes out.

Bills are getting paid, and I’m happy to pay them. However, it feels like I’m chasing a dangling carrot. Stuff is coming in one day, only to be gone again the next day. It’s bizarre. I’m feeling anger and resentment about it, and find it hard to be in gratitude. Can you give me some guidance?

Neagle Code Answer

Do this quick little exercise. Hold your breath…and keep holding it. Don’t let it go. Just keep holding it.

Keep holding it…

Keep holding it…

Keep holding it…

If you’re like “David, I can’t do that,” then realize; you can’t do that with money either.

Just like you need to exhale and breathe in again, money needs to be spent (i.e., circulated) and brought back in again. That’s part of its nature.

Money wasn’t meant to come into our bank account and just stay in there. It’s meant to come in, and then go back out. Whether it’s for paying bills, being invested, donated, paying for things…

It’s meant to be in circulation.

The whole reason you bring it in, is so that you can send it back out again. It’s doing what it’s supposed to do. If bills are getting paid, and you’re making the money to pay them, that sounds like a good scenario to me. I’m not seeing a negative here.

My question to you would be: Are you paying yourself first?

This is the biggest mistake I see entrepreneurs make. They pay everyone else first and then resent the fact that there’s nothing left over for them.

This requires discipline.

If you want to generate wealth, I recommend setting aside 10% of your income and only using it toward things that appreciate. Do this religiously and without exception.

Once this becomes a habit you will see how easy it is to make enough to pay yourself AND everyone else.

You’ve got to take responsibility for your own situation.

You have to manage your money, and if you’re not good at it, hire someone to do it for you.

Join me on Tuesday for a free two-part training where I will be sharing More Hidden Secrets Inside A Wealth Mindset. CLICK HERE for all the info!

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice and meet others who value truth and growth!
  • Join me at The Art of Success Virtual Summit! This October 2021, I'm getting a group of amazing business owners for 3 days to work on exponentially growing their business.

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What Creates a Blind Spot?

What Creates a Blind Spot?

What creates a blind spot in our thinking? What causes us to only see lack, limitation, and problems everywhere we look?

The answer is our belief system.

Take a look at your life — specifically your results, circumstances, environment, and money.

Those things are being created by the belief system you have about each of those things.

Our belief system is causing all of this to appear in our life — whether it shows up as “abundance” or “lack.”

First, we see our situation with our eyes. We see our results, circumstances, environment, and our financial situation.

This “information” is then fed back into our conscious mind (i.e., our thinking mind)…which then reinforces the feelings we have about those things.

Usually those feelings don’t make us feel very good… because if we have a blind spot, then there’s a “problem” we can’t seem to change.

The blind spot causes you to focus on problems in your life, rather than solutions.

Back when I was working on the dock, I was frustrated and angry. I didn’t know how to change my circumstances, because my eyes kept telling me the story of what my experience was.

My experience confirmed to me over and over again that my world was filled with “lack.”

I had no time, no money, no opportunities, no friends…

How many times has your life — your eyes —
confirmed
the story of “lack” in your life?

How many times has your life — your eyes — confirmed the story of “lack” in your life?

Think about what you don’t have right now.

You might not have enough:
– money
– opportunity
– time
– resources

Ask yourself, “How do I feel about that? What does that feeling cause me to think?”

Often, it causes people to lose hope…because they can’t see beyond whatever their experience is telling them they’re seeing.

This happens because they don’t understand the Law of Polarity.

This law dictates that if we’re experiencing anything in lack, the polar opposite of that is abundance.

If you don’t have something, that’s a clear indication that you DO have it. You’re just not seeing it…because your belief system isn’t allowing you to see it.

PS: If you enjoy reading these articles, you'll LOVE my podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.

Will you do me a favor? Subscribe, listen and leave me a review! I'd love to know what you think!

Thanks in advance…click on the graphic below to listen in:

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I can’t ask for money

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

I've lived the Law of Attraction for years now and all but one part of my life “clicks.” My bills are paid. My new desires are met. I love what I do and find that incoming jobs come to me at the perfect time. I'm so happy I could bust, except for this one thing.

I find it gut-wrenching to charge for my work. When I invoice, I rarely charge what the work was worth. I am excellent at what I do, as my clients will attest. I have good self-esteem. I just prefer to do what I love and let the Universe provide.

I'd like to step up my income and move to the next level, which will mean charging what my quality of work is worth. Can you help?

Neagle Code Answer

I love this question…

I need to tell you something, and I’m typing it with nothing but love.

You don’t have a good self-esteem.

If you did, you wouldn’t be afraid of the rejection you would have to deal with when you begin to charge what you’re worth.

Above you said that you’re excellent at what you do, and that your clients will attest to it. So tell me, if this is the case, why would you find it gut-wrenching to charge for your work?

You prefer to do what you love and let the Universe provide because you are afraid of what will need to happen for you to grow. You would need to stand in your power, be confident and not be afraid of hearing the word, “no”.

And let me tell you something, the Universe doesn’t “provide” anything. You create it. And right now you are creating just enough to get by.

You see Spirit doesn’t speak to you through fear, therefore, it’s not Spirit that’s making it gut-wrenching to charge for your services.

It’s your ego.

Your ego knows that you are afraid of rejection and judgment from others, and so it uses that belief to stop you from growing.

Charging what you’re worth means that you would need to grow into being that person, and that’s something your ego DOES NOT want you to do because it views any kind of growth as a risk.

So, what are the services you offer worth?

Pick a number.

Can you see yourself feeling good about asking for that price for what you offer?

Write it down and practice saying it out loud. Make it feel real to you.

THEN

In your next sales conversation ask for that price.

It’s the only way to push through that gut-wrenching fear.

PS: If you enjoy reading my weekly Neagle Code, you'll LOVE my podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.

Will you do me a favor? Subscribe, listen and leave me a review! I'd love to know what you think!

Thanks in advance…click on the graphic below to listen in:

iTunes | Android
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